Okay. We'll kick off. Hello, everyone. I'm Sergio, I'm the director of e commerce marketing here at Koveo. I've had the pleasure of working in ecommerce for space for about ten years now, and I'm really excited about the conversation we're gonna have today. We're joined by two experts in digital transformation. First off, we have Lisa, who is the ecommerce development manager for Cummings. She oversees the strategy and implementation for their online parts store for North America, and she's been a con come into since two thousand and three and currently resides in India Indiana. And Andy is the vice president of commerce cloud strategy at Salesforce He guides the overall strategy for the Beats B commerce cloud, including product and surrounding ecosystem, the go to market alignment, and the thought leadership with the customers and industry stakeholders. So we've got a very fun packed agenda for today. Before we dive straight into Lisa's story at Cummins, I think it would be great if Andy could open up the floor and just kick us off with the ways in which Salesforce views the opportunities of today and the trends go out every day for the viewers that we have. I'd love to, Sergio, and thank you so much for having me, and and Lisa. Thanks for agreeing to come on and share your personal story. We think that commerce is obviously a tremendous opportunity for all of our customers. And I I think our our sort of core point of view about digital and commerce is that it's absolutely an imperative to to to if you're seeking real transformation or even, you know, enduring business results, to your existing business, it's really imperative that commerce lives and fits very cleanly in the scheme of all of your other go to market motions at So if you have physical salespeople, helping to sell equipment large and small service desk that may be serving parts orders or work orders, etcetera, marketing campaigns that are driving, you know, customers to engage with content that's prerelease or otherwise, all of these different motions that you may already be engaging with your customers, there are self-service opportunities amongst them. It's really critical. And for customers and you're even your people and your existing partners, to trust and believe in these systems, it's critical that there can that customers can see a single price, that there's a consistent order delivery date, for example, across any channel they choose to engage in S. So we've built commerce right into the core of our customer three sixty platform. Meaning products offers every bit of content can be served very specifically to individual customers through any channel. Obviously, the web storefronts. Yeah. For sure. And we're gonna hear some great examples of how that looks and work from Lisa in a minute, but these data points in the products and even the status information really are relevant all over the place. So whether it's in marketing or service calls or self-service portal is simple. Our belief is that it's really useful and most important to have that data consistent across all channels. That's gonna help you be much more flexible at scale and get the right net of self-service selling versus person directed selling, partner directed, etcetera. And that's gonna be a mix that evolves over time, which is really important. If you go to the next slide, we can take it a step further. And then, you know, further than that, I think what we're finding, especially for manufacturers and healthcare companies and Just about any industry that's outside of retail proper. Companies post pandemic have I would say largely reverted back to some of the larger trends that were coming in pre pandemic. Meaning, lots of digitization of b to b for self-service optimization streamlining, providing the ability for our customers to reorder things at a pinch easily or find specific parts on their time not waiting to, you know, catch a phone number. Even more than that, what we've heard from customers like Cummins and others is that, you know, they've got consumer like purchasing behavior where somebody is either an actual consumer or buyer that's very similar to consumer. It's a really specific thing. And serving them quickly and easily is important and easy, but that's gotta happen out the same data and systems that might serve some of your b to b channels. So the great news is that our Salesforce commerce supports consumer experiences and really specific business experiences, we can. Because it's built on that core our customer three sixty platform serve that content really around your customer. If it's consumer, they can just see the parts that make sense for their product. If for business, they're gonna see their prices and the parts available in their region to sell along with whatever buying programs they have. It's really I think important now on on vendors like us to be able to provide tooling that makes it simpler, faster, easier, with less data points, more consistent data, reusing the common integrations, for example, that you might use for consumer and any kind of partner ordering. That's really what Salesforce commerce is all about to sort of optimize the not only the performance of your commerce apps, but make sure that great data will flow to every channel. You could serve b to b, and b to c, simply bringing your cost down, your operations in line, all at the same time, like driving things like productivity and actual revenue boost too. And and I think know, the great news is that these these kinds of results aren't phantoms. They're, you know, imminently accessible We have lots of data and research that strongly suggests what kinds of things and how customers would like to self-service purchase. They also still wanna talk to their salespeople and service people when they need help. So we can, with the help of Lisa and other customers that have had successful help, customers drive the way. We've also got great partners in our ecosystem like Covayo, frankly, that can plug in and add really specialized capabilities around merchandising that we'll learn more in this call about and even, you know, much more consumer like search experiences for consumers and other participants That will help round out the solution. But the core data, your customer information, your product information, integrations, we can drive lots of operational efficiency by keeping all of those into a common platform. Brilliant. Thank you so much, Andy. And I think that teases us up because, you know, we're gonna go through how you know, these are put into action with with comments. So Lisa, we're excited to to go through this with you. I think just for everyone listening, do you mind to just tell us a little bit more outcome ins. And I know you've you've created visual queues throughout this with your slides very very diligently. So thank you so much for that. But, yeah, what does your typical customer look like and and how does common states market? Sure. Thanks for inviting me. So for those who don't know very much about commons, We were built in nineteen nineteen, so we're over one hundred years old. We are a Fortune two hundred company. And we have about fifty eight thousand employees worldwide within one hundred and ninety countries. And then as of last year, we had twenty eight billion dollars in revenue. A lot of people think of Cummins as a b to b manufacturing store. Right? Our manufacturing company. One of the big things that we have found is Yes, we are very much a manufacturing company where we build out design and manufacture things like engines that would go into Anything small like a a Dodge Ram up to a engine that would go into like a Peterbilt or Kenworth on highway, tractor trailer. We have engines that even go into marine applications, mining, farming, anything like that. But we also have generators that you would see on hospitals or data centers, little portable generators that could go into home standby so you have it for if you have a hurricane or a tornado, customers can have that. And so that's a little bit about Cummins where we're all over the space with manufacturing engines, power generation and other components, and then we're also looking into new power which is around electrification that's coming out in the world. Amazing. And so what is it like overall that you wanted to accomplish with the new launches of site and what was the vision -- Yeah. -- to kinda make it come to life? Sure. So one of the big things that our leadership started to realize is we needed to have an avenue or a site. And this is all right around the time of COVID happening. To allow our direct customers who typically are like small fleet owners, DIYers, farmers, RV owners, a way to be able to easily self-service and order parts directly from an online store. Today, or I guess prior to this, We did allow them to go into distributor branches. We own all of our distributor branches that could go in there and find parts, they can go into dealers and find parts, or they could call into our call center and find parts. But we didn't really have an avenue for these types of customers to go in and self-service and order parts. So, we really wanted to increase that reachability and even attract new customers. Right? A lot of the customers that we're focusing on is third and fourth generation owners of some of our products. Right? So these are people who have potentially bought like a Kenworth truck, or they've bought a Dodge Ram that's had two or three owners prior to them, and the engine still has plenty of life available in it, that it's outside of warranty, and they still need parts to be able to do service or maintenance or any sort of repairs they want to do to these engines. And so we wanted that capability to be able to showcase them. Here's a site where you can go and find all the parts that you would want to do to do repairs and maintenance. Without having to try to find a branch or trying to find a dealer that has what you want or spend time on the phone trying to do that research and order these parts. Yeah. Of course. That makes sense. And it's clear today we're talking more about shop comments and it's it's very clear. It's more akin to a b to c site than than than b to b. That's for sure. You've kind of given us effectively what the scope of shop coming is there, you know, so try and make sure these people can get access to parts and and ensure the life of their their goods that they previously bought is as long as possible. Is there any particular reason or strategy for that path and why you go, you know, who your typical shopper is, like, is there a particular avenue there that you wanna explain to people that are watching today? I guess, the the avenue was and and you're talking more about how did we start this? Process. Right? Yeah, so right around the time prior to COVID, we started utilizing Shopify. And we quickly realize that it's not conducive to our needs. It doesn't have the capability for us to continue to improve and grow and increase our catalog. So, we started looking at Salesforce, and we're currently on Salesforce Cray's version. It's a B2B Cloud craze. And started looking at that and looking towards our overall vision here of accelerating our part sales to end user customers. So when we started this, we're focusing initially on our North America customers, which makes up around eighty percent of our sales within the entire world. And so we said, Okay, let's start with Salesforce. We have to get this out the door within ten months, because COVID was hitting Everybody was going to online sales, and we need to get this out the door as quickly as possible, so we can start gathering these sales and pulling in these two types of customers. And that's how we ended up with Salesforce Cloudgraze. And we started putting in, with this B2C model, small parts of our catalogs. We pulled in like around forty thousand SKUs across the different types of products that we think customers would be purchasing, which is a very, very small subset of all the parts that cummins could potentially have over the course of one hundred years, right? And we started saying, okay, let's pull in these forty thousand SKUs. Let's get the application up and running. How do we start marketing this and going out to these types of new customers that we want to pull in and really start laying that foundation of b to c commerce for our North American channel. Yeah, for sure. And with that, starting off on that journey, what challenges did you come across as part of setting all of that up? Yeah. So One of the big things is, since we are a B2B company, with Coming in and doing something new with the B2C space, if you can think about it, we're very much an engineering company, right? So, A lot of our data is not, and products is not built or written in such a way that's conducive to customers or end user customers, right? And a lot of times, when you have dealers going out and buying parts in this B2SP space, they know some of this technical jargon, they know the names of products. And so when we had to start thinking, how do we showcase our parts and products to our end user customers we kind of had to start over from scratch and say, okay, if we had to call this one particular part in a terms that a customer could find, how do we do that? How do we pull in overviews of what a part is and what engine or generator it may support. So, That was a big challenge, just not having the data set in the right way, we need to have it. And then, as we started laying this foundation in launching this to our customers, we quickly found we had a problem with how do customers search for and easily find their products. We just had a basic out of the box search option, and we had obviously forty thousand SKUs. So, if you started looking at just the commons' genuine parts, if there's ten thousand or twenty thousand of those, how do they know what they're looking for and how do they know they're going to get the right part. So that was one of the really big things that we started finding is a challenge in getting these customers finding what they're looking for. And then With us not having a lot of this data set around the B2C space, we didn't have the capability or even the data to know how to cross sell or up sell, right? So we were just simply allowing customers to order parts. And then trying to figure out in the background manually, how do we up sell or cross sell other things that might be useful for them? Anybody can attest, right, doing that manually is not going to be sufficient. And so that's one of the reasons why we started looking at Coveo was how do we make it easier for customers to find products? And how does their machine learning tool allow us to automate that process so we can cross sell and upsell to these customers and bring in more revenue. A couple of things oh, go ahead. I would say, Lisa, one of the things that I've heard it sorry to interrupt, but I thought it. It's something that I've heard from loads of other customers in your scenario is that, of course, customers could come to you for parts, but My guess is there probably a load of online distribution sites where you can find discounts or, you know, different kinds of mechanisms for looking for it. And Right. I talked to loads of manufacturers and companies, somebody in a situation where they see boy, there's a good there's a parts opportunity that we're not capitalizing, but geez, there's actually some pretty compelling shopping experiences externally with the search and really, like, fitment guides. And so it sounds like you you definitely found yourself. In a journey where you had to provide a little bit more experience then. It's it's not just as easy as o where the manufacturer people will come automatic, but you actually have to provide some consumer like tooling a little bit. Yeah. Absolutely. And add on to that, the marketing bit of, you know, explaining to customers why do you want to buy genuine versus will fit parts that you might find on other sites. So, it's a combination of both of that marketing spin and to bring in this customer like or consumer like experience to these customers who are used to shopping at Amazon or other types of systems that it's easier for them to find what they're looking for and make that purchase. So, we always had that mindset in our mind when we were building this of Amazon like experience. Obviously, you can't get that one hundred percent when you're in a manufacturing business, but that was our goal always in our mindset of how do we make this solution with that customer in mind who has that mindset of I wanna be able to buy something fast and easy. And I I should immediately get my order within a, you know, a week or less. Exactly. And I think that's the thing. Right? Everyone brings their b to c locations no matter no matter where they're where they're shopping. And clearly, there's quite a few challenges when it comes to trying to get things moving and thanks for thanks for going through those. I think anyone that maybe hasn't started or is maybe in the middle of this process right now and that we're just about to kick off they're probably thinking how did you start, you know, what what technology did you adopt and how does that look today? So do you mind to take us through some of that as well? Yeah. So, so, as I mentioned, we did start with Shopify, and then we moved to Salesforce And then just to talk a little bit about how we start You're talking about how we started pulling in the Covayo piece into this. Yeah. So, this is a look at our current store. So, it's shop dot com. And we started off with what they called their search console. And the search console is allowing us to, as a customer is typing in, whether it's a keyword, an engine serial number, a generator serial number, or a vehicle identification number, or even a part number, it's gonna start giving them suggestions on what they might be looking for. And then on the side, it's gonna give them potential products that they're looking to find. Right? Again, this is just a suggestion. We're also giving trending information and just really helping them narrow down to what they would potentially want to buy, or at least from a high level perspective of I need a valve cover gasket, or I need an o ring, or I need an fuel injector. It allows them to to start seeing that. And then when they hit search, It provides a more customized list of products that might be relevant to what they had searched for. It also does their relevancy ranking, which allows the machine learning or AI tool to start looking at what are customers clicking on when they've done this kind of search, and how do we know, or how do we put those products to the top of a list, right? Instead of I put a valve cover and I get, let's say, five pages worth of results, and I find my result down in page four. Well, that not customer friendly, right? We want to say, okay, yes, this customer found on page four, but now let's bring that to the top of the list. When they say valve cover, they need Maming these one or two valve covers. And we're still going to give them that full list of search results, but it's helping them find it much quicker and easier and allowing them not to give up or abandon their cart because it wasn't conducive to their needs and finding what they're looking for a quick space. Right? For sure. Yeah. And then in addition to that, we threw in additional stuff. So, as an example, in our previous kind of application before we added in Koveo, we had, if somebody's searched for, and I'll show you here, like, hippo. Right? You're not gonna find anything related to a hippo on shop comets. And we're going to tell them, okay, we can't find your results. And we said, okay, we can't find it. You know you can call in one-eight hundred comments, you can chat with us, That was the end of the cycle. We wanted to also put in feature products to help them reengage and come back and keep searching or looking at other products they may want to buy. We added into our homepage recommendations of Here's what other customers are looking at and purchasing to keep driving and enticing sales. On the product detail page of the PDP, we put up hold and frequently bought together. So this is where we're using that machine learning for identifying when customers starts purchasing parts, what are they buying in conjunction to other parts? And as we've said before, we don't have that data anywhere comments. We have it for maybe a dealer or in our warranty data, but we didn't have it for these end customers. So this was a method for us to easily utilize that machine learning AI to provide that kind of info. Similar at the cart recommendations, we try to showcase things like You might also want this. A lot of consumers will have sites have things. Oh, you add a dollar more to your cart. And you get free shipping, right? So even having this section at the bottom of, oh, you might also want to push this, is also driving us our customers to purchase more to get that free shipping. And they don't have to go searching through the store. We can say, oh, What about these three parts? You might wanna add this one and get your free shipping. And then The last piece is if they don't go through a search and they're just going through the different categories and looking at different sets of data, we have a forty thousand plus catalog, right? If they go look at just come in genuine parts, it's gonna give you one hundred pages worth of results. Again, we're using the relevancy model there to start really enticing customers saying, okay, without having your search information, here are the top ten products that customers are looking at within this recommendations or these sets of categories within your store. Amazing. And again, it is all about bringing this this b to c experience to to this world where people have these expectations that things should be, like, be this way and be easy to find. And when it comes to this, you know, the the product discovery area here that we're we're talking about, what are some of the things and insights you've discovered or gained through this process? Yeah. So, some of the first thing was, as I alluded to, we don't have very good Nomenclature around the customers. Right? So, one of the first things that started showing to us in the data that it was spitting back out to us was As an example, a customer was searching for a turbo. In our terms, we're looking for turbo charger. We, the system, if they look for turbo, wasn't finding what they're looking for. And so, Covayo has this quick little thing called a synonym where we were able to go in real time and say, if the customer searches for turbo, it also means turbo charger. And we hit save, and then we went right back to our production site and search for turbo, and it finds everything that's a turbo charger. So starting to see those kind of nomenclatures that we typically would have missed and not thought about in those kind of terms was a pretty big win for us. Seeing the parts being purchased together. Because we're very new into the B2C space, again, we don't have that capability of seeing what parts are purchased together. So, as we started gathering that information, not only is that beneficial for us, but it could be beneficial in other parts of the business, right? As we continue to grow and as we continue to see customers coming on and buying partchmer store, and they start growing in sales. At some point, some of these customers, our sales team are gonna go start knocking on the door of saying, Hey, you're buying, whether it's five hundred thousand dollars worth of products in the store, How do we start engaging with these types of customers that we're typically not doing business with us? That we can start bringing in sales and talking with them in different avenues. Opportunities span parts catalog based on customer inquiries. So when we started, we started with these forty thousand SKUs. And it was just based off of what parts were being purchased through counters of our distributors and coming in through the call center. We had no idea whether these were going to be the ones that customers were looking for, right? And so we threw them on there and hoped for the best. What we didn't have a way was an easy way. You have Google Analytics, but it didn't have the capability really to give us the true details of what customers are looking for. So, now with the Coveo information, we can say, okay, these are the tip top products that customers looking for and they're not finding. And we go back and talk with the rest of the business saying, hey, why are we not selling this. Is this something we can sell? If it is, let's get it on the store quickly. And since we started utilizing this, we have added over a hundred new parts, and we're actually looking to add another three thousand. We've done We've had a team going off and investigating this even more and said, okay, now that we're starting to understand our personas of our customers, let's go back through our entire catalog and start looking at what other things we can put on. We initially found another three thousand parts we can throw in the store. Very quickly. So that's really good information. And then just doing a laser focused marketing strategy, right? Because Again, when you don't know much about your customers, you can start doing marketing strategies and marketing campaigns and things like that. But you don't know how well your return on those are doing versus now that you started having this information about customers usage, then you can start really targeting different marketing campaigns and driving customers into the store that we may not have had on the store today. Exactly. It's I think anyone listening, you know, this sounds amazing. There's been loads that you guys have done to really drive things forward. But the real question is like, what did the results look like when you put something like this in place. So can you share just some early results with the Sure. Yeah. So we just launched -- we're doing this in phases with Coveo. So we did phase one in October of last year. One is just to do a quick search piece And then in March of this year, we started implementing the more enhanced search and all the fruit we bought together and upselling up toonies. So, we just really started hitting the ground running with this. We're still working to get as much analytics as you can out of the Coveo platform. It's slow obviously with just starting in March, we've only had a few months under our belt. But we're making great strides. But what data I can provide right now is sixty percent we've seen So I guess let me back up, visit search event click through based on machine learning boost to products. So what that really means is sixty eight percent of our visits are going through the search event and clicking on stuff based on machine learning boosted. So, that's back to the relevancy things, right? Where someone's searching something and we've boosted a product to the top of the list and they've clicked on that sixty eight percent of the time. So we're seeing that come to fruition where customers are finding what they're looking for much quicker. We've seen a ten percent increase of conversion for search queries suggestions, so this is back to the search query. When there's putting something in and they're getting results, seeing a ten percent conversion of that is slow going. Right? They're still getting used to it. And then seven point seven percent of conversions on machine learning are powered by recommendations. Again, this is more of a upsell piece and giving recommendations of What else do we like to buy? And we're already seeing seven point seven percent conversions on that, which is great. I mean, it's a start, right? We're very early in the process. The goal will continue to be increasing of how do we make this work higher, and how do we start getting data around conversion rates of prior to Covayo versus now, but that's what we're working together over the course of the the next rest of this year. And I I think, you know, you're you're saying, you know, we've got a long way to go, but they still those stats are amazing. And I think you and your team are doing an amazing job. What's next for Cummins? What's the what's on the plan? Sure. And I'm sure a lot of people may be in the same space that we are. So, when we started with this in twenty twenty one of getting the commerce, the Salesforce cloud craze going, right? It was just a temporary measure to get sales scores on our solution. But as Andy alluded to the next next world or next space is Commerce Cloud. So, my team is in the middle as we speak of lifting and from Salesforce Cloud craze to Salesforce Commerce Cloud. We're picking up the B2B2C, Commerce Cloud because We do want to take this and lay the foundation of B2C for all of our global customers and for B2B space. And so we're kind of starting out scratch and saying let's let's build it for at least the North American B2C and then figure out how do we can continue to utilize that for a B2B customers and the global commerce. Even though we started Coveo on our cloud craze we knew we couldn't wait until we got to Commerce Cloud. So the team is not only rebuilding everything we did in cloud craze into Commerce Cloud, we're working with COVID-nineteen to rebuild all of the Coveo functionality into the Commerce Cloud. We're adding in more recommendation models. We're building out a new repository for marketing content. So, one of the things we don't have today is a mechanism to share whether it's DIY videos, FAQs, manuals, start tying things together up. If I buy this being its kit to do some oil changes and things on MyDodge RAM, let's also give them a DIY video of how do you do that. So tying that two together. And once we start getting that content in there, we can also enhance the search, as you see here in phase four, to enable that content best search and recommendation. So if somebody is looking for a Dodge RAN maintenance kits, it pulls back the kits and also pulls back the videos together, right? And so, that's what we're doing. We plan to be live in November. With the new Commerce Cloud. And right after that in the beginning of twenty twenty four, we'll throw in the Phase four where we got that content based search and recommendation. And again, we'll continue focusing on metrics and continuous improvement. What we've decided since we're very heavy into moving from cloud grade a Commerce Cloud right now. We're just trying to keep the status quo with our current application. And as we get launched with a new one, that's when we'll really start focusing on the metrics, and how do we keep our sales and revenue going, and how do we keep the customers buying behaviors, moving forward and the marketing piece. And then as many people can attest, we already have a huge backlog of things we want to do as continuous improvement over the next twenty twenty four, twenty twenty five. Brilliant. Well, thank you so much for taking us through all of that. You you talk about it and make it sound like it's quite easy. I'd imagine this is dinner. Been a bit a interesting and challenging path, but it sounds like you've made amazing progress. So thank you so much for for taking us through that. Okay. And, yeah, I just wanted to kind of ask you a question here. You must see a lot of customers go through this sort of digital transformation What trends have you seen? What do you think the people listening need to be aware of just to kinda close things out? Well, first and foremost, I I just say major CUDA Lisa. I think Lisa, you've done a wonderful job steering this program here for comments. And and, Sergio, you said it, like, in a lot of companies, in many cases, these businesses are kinda challenging to start up. Lots of, you know, cultural conversations. Are we selling b to c? Are we competing with our channel online etcetera. And and, you know, at the end of the day, I think most companies are seeing their way through that. Like, your customers are gonna be buying somewhere. Why not let's, you know, make sure we're providing your great experience and capturing some of the revenue upside and and benefits for the broader company. So that's great. But I think what's even more compelling about what Lisa's been able to deliver here certainly with with Covayo's help is you know, a system that sort of guides itself a bit, like Lisa's got a great team and people, but the tools are helping to highlight their way forward. And when I hear things like, oh, now we've got these these fights on the next three thousand products that we're able to identify based on data. That's the kind of confidence that that businesses really need today to drive investments. It's no small effort to take on. Getting that new content for those three thousand products, adding them. And and, you you know, it's the name again. It's constantly adding new products and new segments to sell to grow commerce. So you know, along those lines, we at Commerce Cloud are, you know, I think trying to get ahead of of some of the recent trends and and and you would see from some recent announcements at customer conferences that we've already announced a a whole host gPT enabled capability, some enabled now, and a good number coming in in pilot mode over the coming months. And what our what our generative capabilities are gonna allow customers to do. We ask the question what's next and just about everybody's trying to figure out how to embrace GPT and optimize and do more and do it safely, etcetera. So we've incorporated a whole host of things. One one of the capabilities that we're really excited about that we just announced actually is generative product description. So we're gonna help customers like Lisa. But fill out the catalog content information to add those additional products to sell, And we're inviting customers to pilot on that. That's a huge unlock. We believe for lots of companies in common situation where you're gonna customers are gonna wanna buy more things as you expand and and, you know, some of these tools to help get more catalog online is helpful. Also adding some GPT infused automations and concierge type bot services to service specific orders or deliver upsell experiences. Again, taking a lot of the people time work out, getting all the power from this great data that we can provide to customers in any way they want a consumer or need limit, whether it's in a website or using partners like Coveo for, you know, fast digital self-service, you name it. But the idea is however your customers need to interact in whatever way, whether it's infused with GPT or not, we've got the core kind of platform to be able to Surga needs today and into the future. Because it's always changing. You know, one of the fun things at least I'm sure you've seen this is that, like, unlike every other IT system or some other IT systems, I guess, you're never done with commerce. It's always going to grow. You know, if you lead with, like, this customer focus around self-service and data driven aspects of what people are naturally looking for from you, you're almost always gonna be able to find good solid data quench into investments you can make that will either streamline your cost picture or grow revenue. And sometimes it's both, which is awesome. Yeah. And I think that's that's the theme. Right? In terms of growth is always gonna be there for commas is we're actually still in relatively early early stages. You wanna be able to scale this out. It has to be AI in these tools to to make that possible. You can't you can't just keep keep throwing people at it. Well, Andy, thank you very much for for closing out with that. And Lisa, again, thank you so much for taking us through the excellent journey that you've you've, you know, bought comments on. I'm sure everyone found that extremely extremely insightful. And thank you to everyone for listening. Speak in soon. Bye bye. Thanks for your time. Bye. Thank you.